Documo - Sales Manager, SMB & Mid-Market

• ARR Quota Ownership • Hold full accountability for the team’s combined new-logo ARR quota • Manage pipeline coverage models to consistently hit monthly and quarterly targets • Report performance, forecast accuracy, and coaching progress to executive leadership • Coaching, Training & Enablement • Coach SMB and Mid-Market reps on sales methodology, discovery, objection handling, demos, and negotiation • Run call reviews and roleplays that give reps specific, actionable feedback • Assess each rep’s strengths and gaps and build individual development plans • Motivate through skill-building and understanding rather than pressure • Partner with Enablement and Product Marketing to refine playbooks, battlecards, and segment messaging • Hiring & Onboarding • Own end-to-end recruiting for SMB and Mid-Market reps • Design and run a structured, methodology-focused onboarding program • Set clear ramp milestones and actively guide new hires to proficiency • Day-to-Day Team Management • Lead weekly 1:1s, pipeline reviews, and forecast calls focused on rep development and deal strategy • Maintain Salesforce hygiene and set high team standards for process and performance • Work with internal teams to resolve deal strategy questions, pricing exceptions, and cross-functional blockers • Partner with the SVP of Sales on territory planning, lead routing, and capacity models • What you get • Comprehensive benefits, including medical, dental, vision, and 401(k) match • Equity in the company • The flexibility to work remotely, alongside people who love what they do • A seat at the table in building Documo’s sales organization and coaching culture • A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes • A career in the fast-growing health-tech SaaS space • 5+ years of SaaS sales experience, including building and managing teams of 5 or more • Deep understanding of structured sales methodologies (e.g., Challenger) and the ability to teach them • Passionate about coaching, mentoring, and developing sales talent • Proven ability to motivate teams through skill-building • Strong communicator who builds trust quickly with developing reps • Highly organized, with a disciplined approach to onboarding and training cadences • Hands-on leader who joins calls, reviews recordings, and coaches in real time • Data-driven, using Salesforce metrics as coaching inputs • Thrives working independently in a fast-paced, fully remote environment • Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus